If you own a tool like the one in the picture to the left, you can accomplish two distinctly different purposes. One minute you can blow the grass clippings off your sidewalk and porch, and the next with the flip of a switch, you can suck up and dispose of all the leaves in your yard. The position of the switch determines whether you are drawing objects toward you or pushing them away.
As a salesperson, your attitude and demeanor function just like that switch on your blower/vacuum. Flipped one way you exude charisma and likeability and you chat people up. Flipped the other way, you might as well have a sign on your chest that says, “I am Mr. Grumpy Pants.” That said let’s spend a few minutes looking at some ways to keep the switch on the vacuum side, so you will constantly be drawing others to you and cultivating the type of relationships that will lead to selling more stuff, more often.
Many salespeople are charismatic and that trait fosters likeability; and often people buy from them even when they don’t have the best pricing or terms.
We tend to think that salespeople are born this way, smiling, chatting, and making selling look easy. It’s a real mistake to think like this because everyone can learn these principles; they are not a birthright. Let’s look at some ideas to help you get more from all your business relationships.
- Prospects tend to buy from people they like, so be aware how simple it is to be polite and patient. Think about the traits in others that causes you to like them, and copy them.
- On the flip side people feel are more comfortable with those who are like them, so find things you have in common with your prospects and use them to cement a bond between you.
- People are drawn to people who honor their word, so ensure that when you make a promise you keep it and do what you committed to do, by no later than the deadline you put in place.
- People want to do business with people who are experts in their fields. To earn “expert” status in your field you should practice, research, train, and study. Then demonstrate you expertise by writing posts and newsletters to potential clients and current business associates.
- Folks feel comfortable giving their money to others who are honest, ethical, and above reproach. Make sure you always speak the truth in all your brochures, blogposts, and other marketing materials. If you tell the truth you don’t have to remember what you say.
- Others are attracted to people who look good and smell good, so eat right, stay fit, and maintain your personal hygiene.
- People are comfortable with those who are cordial, friendly, and genuinely interested in them. To reflect this, ask about others, their company, their job, their industry, even their family and hobbies.
- People gravitate toward those who respond to others by listening and paying attention to what they are saying. We’ve said it many times, you have two ears and one mouth and therefore should listen twice as much as you talk.
- Folks are attracted to humble people, so don’t brag about your accomplishments or how much money you make.
- Prospects are drawn to and impressed by busy people, just like you are. Think about walking into a doctor’s office and not having to wait because you were the only patient. Although nobody likes to wait, don’t you feel more assured when a doctor’s waiting room is packed?
- People want to be surrounded by helpful people, those who strive to make their lives easier and save them time. They also prefer to deal with people who are flexible and accommodating, not rigid and difficult.
- Others will think you have their best interests at heart and will begin to like you more when you give them advice that benefits them more than it benefits you.
Continue practicing the skills from this list that you already possess, and be willing to attempt and improve on the ones you have yet to develop.
©2015 Robinson Training Solutions, LLClutions, LLC